Work History

Work History

Global Account Director

Cable and Wireless Europe Ltd

One of only twelve Global Account Directors answerable to C&W senior executives; specific remit to develop global business with the Siemens corporation Worldwide, developing additional revenue streams through active partnering, key results as follows: 

  • Overall responsibility and leadership of Siemens a multi-national customer, including it's multiple subsidiaries in multiple regions, throughout the lifecycle of services with this client. The identification and creation of opportunities at a global, regional and local level was critical to the sustained growth and development of this account.
  • Managed the activity with a dedicated team of 3 Account Managers and virtual on and offshore sales and support teams in addition to drafting in sector and technology experts to work on projects and create business solutions; achieved yr or yr growth expanding annual contract revenues from £9m to £12.4m.
  • Managed the amalgamation of numerous legacy contracts under a single supply basis; one of a few vendors to attained Siemens 'preferred supplier' status thus enabling further tendering opportunities both within the company and for the provision of additional services for external client projects.
Jun 2011 - Jul 2013

Director, Head of Channel Partners

Ericsson TV

Headed the EMEA, India and Africa Channel Partner program restructuring and devised new strategies; shaped a new ‘global’ Channel program; directed and coached a team to monitor a multi-tier Channel Partner program, managed P&L.

  • Grew the Channel department by 25% with a record $52M, increasing indirect contribution from 30% to 44%
  • Expanded reach; opened new territories; identified, qualified and recruited new Partners & Integrators by 21%
  • Installed & customised a CRM system, integrated SAP, ensuring accurate forecasting and pipeline development
  • Constructed innovative portal / cloud experiences to improve knowledge transfer and support services
  • Drove training and demand through sponsored workshops and partner events, generating new prospects worth $7.8M
Nov 2009 - May 2011

Global Account Director / Product Marketing Manager

Pace Plc

Manufacturer of set-top boxes (STB), includes gateways, software, focussed customer care, business consulting and solution delivery; based in the UK and the Americas; 1,198 staff and $1.58bn t/o.

Product Marketing Manager                                                                                                  2010 - 2011

Promoted to Network Enterprise Business Unit and Senior Management Team; reporting to Board on investment, product strategy, road maps, competitive analysis, go-to-market sales and distribution plans.

  • Served on ‘Product Integration Board’ for vendor choice of Middle-ware, Head-end & Chip Manufacturers in planning the product evolution for IPTV and MDU (Multi Dweller Unit) solutions
Global Account Manager                                                                                                       2009 - 2010
  • Lead and coordinated STB developments for two Conditional Access vendors (Conax & Latens), and, the end-to-end process for developing (customisation), marketing and sales to Broadcast and Telecom enterprises globally.
  • Project managed Product Development team, in India, to create a prototype STB to within BOM and margin guidelines of 80%
  • Oversaw Marketing & Product Delivery in Central & Eastern Europe, winning sales campaigns worth $7.8M
Mar 2008 - Feb 2009

Owner/Consultant

MAST Consulting SL

Founder/Owner registered a company to offer business process improvement consulting concentrating on ‘front end’ business processes, being; Sales and Marketing. Currently, signed up to study for Black Belt certification with The ROI Alliance’s Six Sigma Black Belt training (online). 

Contracted Business Development Executive (Mar 08 – Dec 08) for mmCHANNEL, a mobile VAS company with 26 employees and offices in Madrid. The company provides on-line media downloading hosted solutions for both WEB & WAP and the set top boxes. 

  • Contracted to research, develop and write the company strategy, vision, sales plan and product direction for the next generation of Social Media consumption.
  • Reorganised sales & bid management processes, implemented CRM, revised and reworked contract documents.
Jan 2006 - Jul 2007

Partner & Alliance Global Director

Irdeto

Having constructed strategic global partnership with Chinese conglomerates, was appointed to form and manage a department to support ECO partners in the areas of DVB, IPTV, DRM/OMA and DMB products; key results as follows: 

  • Managed all partnering agreements, corporate alliances and global indirect channels focusing on IPTV, mobile and DVB/DMB markets.
  • Led senior level client engagements on strategic Chinese accounts and coordinated all stages of contract negotiations; successfully concluded high value global agreements with Huawei, ZTE, Thomson, Iskratel and Nortel.
  • Qualified and finalised agreements with a number of regional system integrators, along with suitable software ECO partners and manufacturer; supervised integration management between ECO partners and company products.
  • Managed a team of account managers to audit and manage over 120 'set top box' manufacturers worldwide with combined annual royalty revenues of $24m.
Mar 2005 - Dec 2005

Country and General Manager

Irdeto Access B.V.

Selected by the CEO to assume operational control of the Chinese subsidiary during a period of transition, key results as follows: 

  • Supervise all departmental activities of subsidiary with over 72 full time employees; involved in strategic control and direction of the local operation; senior liaison representative for MIH Group entity in Greater China for strategy and ministerial networking.
  • Successfully refocused the sales and marketing team to target developing China's market and in particular the ongoing programme of "Digitalisation" for the 330 provincial broadcast operators.
  • Developed a number of sales opportunities for IPTV and DRM products; led the engagement of key domestic technology companies such as Huawei, ZTE, + leading Chinese Telco's such as CNC and CT, together with highly potential content houses CDM and SMG.
Apr 2003 - Feb 2005

VP Global Sales

Irdeto Access.B.V.

Headhunted to this Board appointment, with the remit to re focus the global sales team to achieve budgets and targets; and plan a migration to include IP products; key results as follows: 

  • Fulfilled all Board level management duties, achieved KVRs set for the Global sales and Pre Sales departments; involved in the company's strategic 'think tank' for vision and mission.
  • Implemented strategic planning into the new business acquisition process as well as enhancing partner relationships
  • Managed the refocusing of an ailing global sales team, through a combination of personal mentoring, skills development and management refocus; led the team of 50+ to achieve all market sales targets in the period.
  • Overachieved annual sales targets with revenues of $47 million and $52 million for consecutive years
  • Planned, Implemented and directed VOC (Voice of the Customer) quality process for all company departments to pinpoint key areas for improvement; yr-on-yr surveys improved customer satisfaction
  • Concluded negotiations for the company's largest deal with SK Telecom (S. Korea) valued at $50 million revenue;
  • Responsible for building and managing all regional marketing & sales plans, regional and departmental budgets along with assuming ownership of all costs; responsible for the recruitment of all sales personnel and carrying out training needs analysis.
  • Positioned Company as leading IPTV security vendor in the international market.
Aug 2001 - Apr 2003

Director - Global Accounts

Promoted to manage new global accounts across the portfolio of products: WAN, IPVPN, MPLS, ATM/FR, IP, web hosting and router services, key results as follows: 

  • Managed business development teams across 5 European offices and targeted key growth areas such as manufacturing, IT and media clients, with their head offices in Europe.
  • Successfully developed 23 nominated clients to attain global account status for the company as a whole; achieved new sales of £6.25 million and increased existing revenues by 250%.
  • Pioneered the development of "Sell Through" models for existing markets and expanded into new markets using a "Sell With" parenting model with technology and IT service companies.
  • Continued to manage the Siemens global account along with profitably increasing business with other major organisations, such as Hitachi, Toyota, Nintendo, VW, HP and Sony.
Feb 1999 - Oct 2000

VP Sales Europe

The UK Subsidiary of an Israeli corporation with 1000 employees

Specifically selected for the start up of a new European venture with the aim of becoming the leading VSAT supplier across the continent, reporting to the CEO, key results as follows: 

  • Managed business development, with a strategic focus on high potential clients, in the automotive, finance, travel, retail and government sectors; coordinating 6 regional offices.
  • Successfully contributed over $8 million in sales to the group with the agreement of contracts for 3 client VSAT hubs; achieved all order and revenue forecasts for the period.
  • Involved in the development and establishment of additional hub capacity in the UK; aimed at servicing key clients and to meet the needs of the expanding customer base.
1992 - Feb 1999

Business Manager - Europe

Working for leading provider of VSAT technology and hub hosting services to a range of clients in the banking, manufacturing, motor sales and governmental sectors; latterly promoted to the position of Sales and Marketing Manage; key results as follows: 

  • Reporting to the Managing Director and management of all sales activities across the EMEA region; during a period when the company achieved a sales turnover of $50 million per annum.
  • Managed all elements of the business development process including: sales tracking, tender collation, bid management, client presentations, commercial negotiations and final agreement.
  • Personally responsible for the acquisition of contracts with a value of $25 million; successfully focused on expanding business within the government sector with considerable sales achievements made with various national governments and the United Nations.
  • Established strategic relationships with a range of vale added partners for VSAT product offerings and with distribution channels for a range of high speed IP broadcast services.
  • Led the introduction of effective sales tracking and forecasting systems to enhance MIS capability; additionally implementing ISO compliant procedures across the business.
  • Co-opted as Commercial Manager, to control contractual and pricing content, for a major global bid for the CTBTO; contract was successfully won with a total value of $70 million.
  • Coordinated the sales activities of partnering organisations to ensure that all joint venture client submissions were adequately managed, monitored and controlled in terms of pricing.
1974 - 1980

Pilot - Maritime

Military Service - Royal Air Force

Squadron Pilot with 201 Sqn - Nimrod Mk1 on sub/surface surveillance, intelligence and Air-Sea rescue missions; also involved in the development of flight simulator systems.

Education

Education

Wycombe College

A 4 year study course equivalent to today's MBA sponsored by Aspro Nicholas- a global pharmaceutical

company.

1973 - 1980

Military Training

Military Pilot, 1st Pilot qualified with 201 Squadron, flying Nimrods Mk1/2

HS 125, Gnat, Jet Provost

Skills

Skills

MS Packages and XP

Six Sigma

Currently, signed up to study for Black Belt certification with The ROI Alliance’s Six Sigma Black Belt training (online).

Commercial

• Major Bid Management • Contract preparation and mutlicultural negotiations • SoX, ISO 9002, Performance dashboard, Process management • SG&A, Forecasting and budget controls

Technology

• Satellite, Telecom, mobile media markets • Operators, Telcos, System Integrators and Manufacturers • VSAT, IP WAN/LAN, DTV/CAS, IPTV, DMB/OMA Mobile. • Convergence and multimedia Content and Media aggregation

CustomSmall

International Business Development and Channels Management.

Interest

Golf - 10 Handicap (La Herreria Golf Club, Madrid)

R/C Model Aviation

SCUBA diving

General Fitness.

Objective

International Sales Management or Senior Departmental roles, willing to relocate to maintain my International MO.

Or,

A senior Commercial Role in support of Sales involving: contract negotiations, client relations, Bid and or Project management.

Custom

Willing to relocate within Europe or Asia depending on role.

Summary

A highly skilled and accomplished Global Sales Director that has capitalised on award winning results in software and technical solutions environments. Offers a combination of strategic business development and alliance management skills, together with the ability to successfully build, lead and manage international sales teams to deliver company KPIs, in highly competitive markets.  A seriously motivated individual, whose career consistently excels in delivering multi-million dollar targeted revenues & high value contracts; demonstrates good strategic appreciation and vision; able to build and implement sophisticated plans; both determined and decisive; using initiative to meet and resolve challenges.

15 years of high tech sales, international sales management & client engagement experience, within computer manufacturing, satellite networking, Telco and CAS IPTV/Mobile markets, with a healthy contact base in these International domains. Excellent interpersonal skills, good communicator, leadership, high integrity; plus, a widely travelled business life presents a true trans-cultural awareness that is easily and enthusiastically applied to managing people and negotiating business.